EXCLUSIVE: Consolidation on WhiteGold's datacentre agenda

Looking to maintain datacentre portfolio of six vendors, with least profitable partners to be cut

WhiteGold Solutions commercial director, Leigh Howard.

WhiteGold Solutions commercial director, Leigh Howard.

WhiteGold Solutions’ datacentre play is very much underpinned by its Nutanix partnership, with the Australian distributor adamant about continuing to build its portfolio around the vendor.

WhiteGold partnered with the converged infrastructure vendor in August 2013, cementing its place in the datacentre market following a deal with Rittal earlier that year which saw it enter the space.

RELATED: Nutanix selects WhiteGold as A/NZ distie partner

The distributor claims it has “never seen a technology that has attracted so much interest and excitement at the end user and channel level” as Nutanix has received, and will therefore surround the product with complementary technologies to take a complete solution to market.

“[Nutanix] is a great foundation vendor in our datacentre practice, but we can’t survive on just selling converged infrastructure and storage,” WhiteGold commercial director, Leigh Howard, said. “We need to put the pieces of the jigsaw together.”

Most recently, the distributor signed application networking vendor, A10 Networks, and thin client vendor, IGEL.

The next step will be the addition of a high-end IP switching platform.

WhiteGold’s datacentre growth will not resemble a happy-go-lucky recruitment drive, though; it intends to work with no more than six vendors in the space.

“There will be some consolidation around our vendor portfolio going forward undoubtedly,” he said. “As we grow, we can’t continue to support the number of vendors we have.”

“If you are trying to build a complete solution, you don’t need any more than six pieces,” he said. “It becomes unmanageable.”

WhiteGold’s portfolio currently entails about 20 vendors, a figure that will be reduced to between 12 and 15, according to Howard. “We won’t be slashing and burning. It will be a very considered choice to exit certain markets and technologies. We will look to support vendors which either give us greatest return or strategically offer the greatest opportunity for the future.”

“We will be bringing more into the top of the pot, so more will have to go out the bottom.”

WhiteGold filled its pot earlier this month by signing application networking vendor, A10 Networks, and thin client vendor, IGEL.

RELATED: WhiteGold plugs datacentre gap with A10 Networks partnership RELATED: WhiteGold signs IGEL to boost booming Nutanix business

Howard labels both disruptive technologies which challenge large legacy vendors that have plateaued in the local market on the back of stale offerings.

WhiteGold predicts its datacentre practice will comprise 25 per cent of its overall business over the next year.

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